Term
Industry
Strategy
Content Type

Have You Double-Checked Next Year’s Sales Plan?

The New Year is upon us. With it comes high hopes and great expectations. As the holiday festivities wind down, take some time to double-check your sales plan. It’s always good practice to ensure you are ready. “Give me six hours...

3 Tips to Ensure Marketing Success in the New Year

The year is coming to a close. As a marketing leader, you should be asking yourself one question. What do you need to change for 2015? As you look back on the year, you should get an idea of what...

Are You Missing the Heart of Your Marketing Strategy?

The CEO is demanding results and it doesn’t get any easier next year. In my last post, I discussed how the annual marketing planning cycle is upon us. I gave you the 6 steps to include in your planning process....

Can Sales Strategy Alignment Save Your Career?

CEOs and SVPs of Sales often disagree on sales strategy. The CEO is asking for growth, but is balancing multiple other strategic initiatives. Sales Leaders are focused on making the revenue growth number. In addition, product and operations leaders are...

Stop the Sales Project Du Jour

I sat across from a recently promoted Sales Leader. His predecessor had missed the previous three quarters. The CEO wanted somebody new who could “Move the Needle.”This new SVP, a former manager, was a recognized “A” Player. Despite the overall...

Why Following The Competition Will Lead You Astray

A salesman and an economist are walking down the sidewalk. All of a sudden, the salesman looks down and sees a twenty dollar bill. “Look, a $20 bill is on the ground,” he says, reaching to pick it up. The economist coolly...

How SMART Are Your Sales Ops Objectives?

More than three-in-four companies have a 5% or higher growth goal for 2014. Contrast that to the fact that 47% of CSO’s are not confident they will make their revenue goal. With real economic growth at approximately 3%, something’s got...

17 Simple Questions to Assess a New Sales Team

Every successful sales leader eventually gets a task so big he doesn’t know where to start. The biggest mountain for me was always the “new assignment.” Three times it happened because of acquisitions, and twice because of promotions. Each time,...

Are You Caught in the Sales Rep Talent Trap?

Every Sales Leader is worried about his team’s talent. Why? Most sales organizations are carried by the top 20% of the field. Losing a few key performers can mean you miss the number. The solution is to field a strong...

How to Turn ‘B’ Players into Top Sales Performers

One very powerful solution is to make the most of your ‘B’ players. Today’s post will help you answer “What do we need to do to cultivate top sales talent?” The free downloadable tool ‘B’Player to Top Performer Guide will...
1 24 25 26 27 28 30